When people are involved, there are many human interactions, including; business and personal aspirations, opinions, procedures, processes and politics. They can all collide and add drama during a proof of concept. Your ability as a sales engineer to be mindful of these human interactions and how you orchestrate them will influence your PoC.
Being aware of the many human interactions which occur during a Proof of Concept (PoC) enables a sales engineer to manage a PoC with greater ease, professionalism and trust. The habits and practices we focus on influence how we manage these human interactions.